Strategic Technology Partnerships Director

Optro

. Build and maintain Optro’s ecosystem partnership strategy from the ground up .

Posted 4/21/2026full-timeRemote • 🇺🇸 United StatesLead💰 $176,000 - $220,000 per yearWebsite

Tech Stack

Tools & technologies

ERP

About the role

Key responsibilities & impact

Build and maintain Optro’s ecosystem partnership strategy from the ground up
Map the GRC, ERP, financial reporting, and adjacent enterprise software landscape to identify the highest-value partnership targets
Develop the business case for each priority partnership: the commercial rationale, the integration opportunity, the GTM model, and the long-term strategic value
Lead commercial negotiations and executing partnership agreements; co-sell arrangements, technology integration agreements, joint GTM commitments
Maintain a living partner landscape map that informs the LRP, the M&A thesis, and the CEO’s strategic narrative
Design and run co-sell programs with partner sales teams, including joint pipeline development, deal registration, and field enablement
Coordinate with Optro’s Marketing and Sales teams on joint campaigns, integration go-to-market, and partner-sourced demand generation
Build the internal case for each partner’s channel value; partner-sourced pipeline should show up in the GTM numbers and be attributable
Work with Product and Engineering on integration prioritization, ensuring the technical integration roadmap aligns with the commercial partnership strategy
Own executive relationships at partner companies at the VP+ level, not just with their partner programs or technical teams
Maintain a regular cadence of strategic dialogue with each priority partner: joint roadmap alignment, product vision sharing, market positioning conversations
Monitor each partnership for signals of deepening strategic interest; acquisition intent, category expansion, competitive positioning shifts and route those signals to the CEO, Corp Dev, and CGO.
Serve as the connective tissue between Optro’s partnership activity and the company’s M&A strategy: the relationships you build are the pipeline from which strategic transactions emerge

Requirements

What you’ll need

7+ years in strategic partnerships, business development, or corp dev in B2B SaaS or enterprise software with a track record of building from scratch, not inheriting a mature program
Experience structuring complex, multi-party commercial agreements co-sell arrangements, technology integration agreements, joint GTM commitments
Demonstrated ability to build and manage executive relationships at the VP and C-suite level at large enterprise software companies
Strong commercial instincts: you can run a negotiation, read a room, and close an agreement without hand-holding
Experience in GRC, audit, risk, compliance, ERP, financial reporting, or an adjacent enterprise software category is a meaningful advantage

Benefits

Comp & perks

Live your best life (LYBL)! $200/mo for anything that enhances your life
Comprehensive employee health coverage (all locations)
401K with match (US) or pension with match (UK)
Competitive compensation & bonus program
Flexible Vacation (US exempt & CA) or 25 days (UK)
Time off for your birthday & volunteering
Employee resource groups
Opportunities for team and company-wide get-togethers!

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

strategic partnershipsbusiness developmentcommercial agreementsco-sell arrangementstechnology integrationgo-to-market (GTM) modelpipeline developmentdeal registrationfinancial reportingenterprise software

Soft Skills

negotiationrelationship managementcommercial instinctsstrategic dialogueexecutive communicationcollaborationleadershiporganizational skillsproblem-solvingadaptability